Key Points to Know
- The company aimed to establish a sales team targeting large enterprise customers in the BFSI sector.
- They were seeking to hire specialized sales talent with strong connections in BFSI sector and a proven track record.
- We implemented a dual strategy of brand storytelling and targeted headhunting to address both talent acquisition and company perception challenges.
- The newly hired sales leaders contributed substantially to the company’s revenue by driving a successful GTM strategy and winning key contracts in the BFSI sector.
Company Background
A global on-demand software testing company headquartered in Bangalore, India.
The company is a digital testing firm providing a complete portfolio of software quality engineering and testing solutions through a flexible combination of its on-shore, off-shore and crowdsourced workforce.
They specializes in crowdsourced testing, mobile app testing, user and usability testing and offers the best quality test automation framework.
Customer's Challenge and Objective
The company laid out a growth plan and set a target to acquire large enterprise customers, focusing on the BFSI segment.
As a revenue growth plan, they were planning to set up a Sales team to spearhead this initiative and was looking to hire the right talent with Industry connections, software testing, and application knowledge.
The new team was supposed to spread in Mumbai and Bangalore and cover the target market in both locations.
They were looking for highly specialized sales talent to drive their growth agenda, particularly someone who :
- Had strong connections in the BFSI (Banking, Financial Services, and Insurance) sector.
- Demonstrated a proven track record of winning large, high-value contracts in a competitive market.
However the company was facing significant hurdles in attracting this caliber of sales professionals.
The key challenge was that candidates with the desired credentials were not viewing them as a compelling or suitable career choice.
They perceived the company as lacking the brand prestige or growth trajectory they typically sought in an employer
Service We Provided
The customer was looking for a sales hiring agency who can not only identify the Sales talent but is also capable of building the brand image among the candidates.
Customer signed a Retainer contract with Sales & Profit to recruit a sales team of three members within the specified time limit.
Any delay in hiring would impact the revenue and hence time was crucial hence it was contracted on the Retainer model with a full focus on recruiting the right sales talent.
How We Achieved
Sales & Profit focused on addressing both the talent search and the brand perception challenge.
Our approach included:
- Brand Storytelling and Positioning: We worked closely with the customer to craft and communicate a compelling growth narrative that highlighted their vision, market potential, and upcoming opportunities in the BFSI sector. By reshaping how the company was perceived in the market, we were able to position the customer’s brand as a dynamic and innovative player with strong growth prospects.
- Targeted Outreach and Relationship Building: Understanding that passive candidates with the desired profile may not be actively searching for new roles, we implemented a targeted headhunting strategy. This included leveraging our network and industry connections to directly engage with top-tier sales professionals and showcase why joining this company could be a strategic move in their career.
- Personalized Candidate Engagement: We created a personalized approach to candidate engagement, which included tailored discussions that addressed potential candidates’ career aspirations, highlighting how they could play a pivotal role in driving growth for the company. We showcased the unique opportunities available within the company for those seeking high-impact roles.
The Results
Sales & Profit focused on addressing both the talent search and the brand perception challenge.
As a result of this combined brand-building and targeted recruitment effort:
- We successfully attracted top BFSI sales talent with the desired experience and connections.
- The customer saw a marked improvement in its ability to engage with high-performing candidates who previously wouldn’t have considered the company.
- The newly hired sales leaders contributed significantly to the company’s GTM strategy, and revenue growth by securing key BFSI contracts.
